1. Identifying and Selecting Projects2
Identifying and Selecting Projects
Teaching Strategies
The first vignette in this chapter reinforces the need for a systematic approach to identify a project's needs and to evaluate data collected from sites. Project identification is the start of the project life cycle ( See Premium Deck for Slides.)
Have students describe systematic processes they use for evaluation.
The second vignette underscores that the need, problem, or opportunity for a project may not always have a formal request for proposals, or RFP, developed. Proposals are sometimes sent unsolicited. The sponsor needs to have evaluation criteria for assessment of the proposal just as would be developed in the RFP. ( See Premium Deck for Slides.)
Have students describe when they have suggested a solution for a problem and how the organization or person evaluated their suggestions.
Have the students read the case studies in class and answer the questions in groups of three or four. Next, select five participants to act out the group activity. This is an excellent way to stimulate class discussion and interest. This is a good case study to do right before you lecture on this chapter and to repeat after you lecture on the chapter. The difference in responses “before” and “after” will reinforce the importance of the topics covered.
Ask your students if they have ever seen an RFP or written an RFP; to identify situations in the real world that would require an RFP; and to describe in detail what the RFP might look like.
Optional Supplemental Activities
This is a good time to get your students to start reading some of PMI’s publications—either on-line or printed. These articles are typically very readable and might relate to something that interests them. Have each student read one such article and prepare a one-page summary. If time permits, have each student discuss his or her article in class.
Have students find a Request for Proposal on the Web and evaluate it against the guidelines in this book.
Have a certified Project Management Professional make a presentation to the class and answer questions about the value of certification.
Show the class a copy of the PMI Guide to the Project Management Body of Knowledge (PMBOK® Guide). Have students examine the sections on project integration management and project procurement management.

2. Chapter Concepts How projects are identified and selected
A project charter
Outsourcing projects using a request for proposal
The proposal solicitation process
Chapter Concepts
This chapter discusses the initiating phase of the project life cycle. Based on the material in this chapter, students will become familiar with:
How projects are identified and selected
A project charter
Outsourcing projects using a request for proposal, or RFP
The proposal solicitation process

3. Learning Outcomes Discuss how projects are identified
Explain how projects are prioritized and selected
Identify and describe at least eight elements of a project charter
Prepare a project charter
Prepare a request for proposal
Learning Outcomes
After studying this chapter, students should be able to:
Discuss how projects are identified
Explain how projects are prioritized and selected
Identify and describe at least eight elements of a project charter
Prepare a project charter
Prepare a request for proposal

4. Project Integration Management Project Procurement Management
Project Management Knowledge Areas from PMBOK® Guide
Project Integration Management Project Procurement Management
Project Management Knowledge Areas from PMBOK® Guide
Concepts in this chapter support the following Project Management Knowledge Areas of
A Guide to the Project Management Body of Knowledge (PMBOK® Guide):
Project Integration Management
Project Procurement Management

5. Project Identification
Start of Initiating phase
Recognize need, problem, or opportunity
Various ways for identification
Organizations strategic planning
Response to unexpected events
Group organized to address a need
Important to clearly identify need to determine if worth pursuing
Use decision making process to prioritize and select project with greatest need
Project Identification
The initiating phase of the project life cycle starts with recognizing a need, problem, or opportunity for which a project or projects are identified to address the need.
Projects are identified in various ways:
During an organization’s strategic planning
As part of its normal business operations
In response to unexpected events
The result of a group of individuals deciding to organize a project to address a particular need
It is important to clearly define the need. This may require gathering data about the need or opportunity to help determine if it is worth pursuing.
Sometimes organizations identify several or many needs, but have limited funds and people available to pursue potential projects to address all of those needs. In such cases, the company must go through a decision-making process to prioritize and select those projects that will result in the greatest overall benefit.

6. Project Selection Evaluate needs, costs, benefits
Determine which are projects
Select project
Develop criteria
List assumptions
Gather data
Evaluate each opportunity
Combine “gut” feelings and quantitative information to make decision
Project Selection
Project selection involves evaluating various needs or opportunities and then deciding which of those should move forward as a project to be implemented.
The benefits and consequences, advantages and disadvantages, plusses and minuses of each opportunity need to be considered and evaluated. They can be quantitative and qualitative, tangible and intangible. Each person's decision will be a combination of quantitative evaluation and "gut" feelings based upon experience.
The steps in project selection are:
Develop a set of criteria against which the opportunity will be evaluated. For example:
Alignment with company goals
Anticipated sales volume
Increase in market share
Establishment of new markets
Anticipated retail price
Investment required
Estimated manufacturing cost per unit
Technology development required
Return on investment
Human resources impact
Public reaction
Competitors’ reaction
Expected time frame
Regulatory approval
Risks
List assumptions that will be used as the basis for each opportunity.
If an opportunity is to build an on-site day care center for children and elderly relatives of company employees, one assumption might be that the company would be able to obtain a bank loan to build such a center.
Gather data and information for each opportunity to help ensure an intelligent decision regarding project selection.
It may be necessary to gather some preliminary financial estimates associated with each opportunity, such as estimated revenue projections and implementation and operating costs.
In addition to gathering hard data, it may also be necessary to obtain other information, such as opinions and reactions from various stakeholders who would be affected by the opportunity.
Evaluate each opportunity against the criteria.
Once all the data and information has been collected, analyzed, and summarized for each opportunity, it should be given to all the individuals responsible for performing the evaluation. It is beneficial to have several individuals involved in the evaluation and selection decision in order to get a variety of viewpoints. These individuals will combine the collected data with their gut feelings regarding the project when making their decision.

7. Project Charter Purpose Possible Elements Provides sponsor approval
Commits funding for the project
Summarizes key conditions and parameters
Establishes framework to develop baseline plan
Project title
Purpose
Description
Objective
Success criteria or expected benefits
Funding
Major deliverables
Acceptance criteria
Milestone schedule
Key assumptions
Constraints
Major risks
Approval requirements
Project manager
Reporting requirements
Sponsor designee
Approval signature
Project Charter
Once a project is selected, it is formally authorized using a document referred to as a project charter, sometimes called a project authorization or project initiation document.
This document serves a number of purposes.
Provides sponsor approval to go forward with the project
Commits the funding for the project
Summarizes the key conditions and parameters for the project
Establishes the framework for developing a detailed baseline plan for performing the project
The project charter includes many possible elements, including the ones seen on this slide.
Project title
Purpose
Description
Objective
Success criteria or expected benefits
Funding
Major deliverables
Acceptance criteria
Milestone schedule
Key assumptions
Constraints
Major risks
Approval requirements
Project manager
Reporting requirements
Sponsor designee
Approval signature

8. Preparing a Request for Proposal
Decision made to outsource to external resource
Comprehensively describe project requirements
Includes need, problem, or opportunity description
Allows contractors to develop a thorough proposal
Facilitates the development of evaluation criteria
May be communicated informally or formally, in writing or verbally
Preparing a Request for Proposal
If an organization does not have the expertise or staff capacity to plan and perform the project or major portions of the project, outsourcing the work to an external resource (such as a contractor) is a good choice.
An RFP helps the organization decide which contractor to use.
The purpose of preparing an RFP is to state, comprehensively and in detail, what is required, from the customer’s point of view, to address the identified need.
A good RFP allows contractors or a project team to understand what the customer expects so that they can prepare a thorough proposal that will satisfy the customer’s requirements at a realistic price.
It should be noted that in many situations a formal RFP might not be prepared; the need is instead communicated informally, sometimes orally, rather than in writing.
This is often the case when the project will be implemented by a firm's internal staff rather than by an external contractor.

9. Guidelines for Developing an RFP
State project objective or purpose
Provide a statement of work
Include customer requirements
State deliverables the customer expects
State acceptance criteria
List customer supplied items
State approvals required
State type of contract
State payment terms
State schedule and key milestones
List format and content instructions
Indicate due date
Include evaluation criteria
Include level of effort or funds available
Guidelines for Developing an RFP
Following are some guidelines for drafting a formal request for proposal to external contractors:
The RFP must state the project objective or purpose, including any rational or background information that may be helpful to contractors so that they can prepare thorough and responsive proposals.
An RFP must provide a statement of work (SOW). An SOW deals with the scope of the project, outlining the tasks or work elements the customer wants the contractor or project team to perform.
The RFP must include the customer requirements, which define specifications and attributes. Requirements cover size, quantity, color, weight, speed, performance, and other physical or operational parameters the contractor’s proposed solution must satisfy. The customer may also use these requirements as acceptance criteria.
The RFP should state what deliverables the customer expects the contractor to provide. Deliverables are the tangible items that the contractor is to supply. Deliverables could include periodic progress reports or a final report as well as a final product.
The RFP should state the acceptance criteria the customer will use to determine if the project deliverables are completed according to the customer’s requirements.
The RFP should list any customer-supplied items.
The RFP might state the approvals required by the customer.
Some RFPs mention the type of contract the customer intends to use. It could be fixed price, in which case the customer will pay the contractor a fixed amount regardless of how much the work actually costs the contractor. (The contractor accepts the risk of taking a loss.) Or the contract might be for time and materials. In this case, the customer will pay the contractor whatever the actual costs are.
An RFP might state the payment terms the customer intends to use. The customer may specify progress payments or pay when the entire project is finished.
The RFP should state the required schedule for completion of the project and key milestones. It might only state a completion date, or it might give a more detailed schedule.
The RFP should provide instructions for the format and content of the contractor proposals. Instructions might state the maximum number of pages, the number of details the customer wants the contractor to show regarding the costs, and other specifications.
The RFP should indicate the due date by which the customer expects potential contractors to submit proposals.
An RFP may include the evaluation criteria that will be used to assess proposals from competing contractors.
Criteria might include: the contractor’s experience with similar projects; the technical approach proposed by the contractor; the schedule; or the costs.
In rare cases, an RFP will indicate the funds the customer has available to spend on the project. Contractors can then submit proposals that are appropriate to that level of funding.

10. Soliciting Proposals التماس مقترحات
Solicitation
Conditions
Notify potential contractors
Identify selected group in advance to send copy
Advertise in selected journals, newspapers, or websites
Maintain competitive situation
Provide equal information to all bidders
Hold bidders’ meeting to answer questions
Requirements are sometimes communicated verbally instead of via a formal RFP
All RFPs start with identification of a need, problem, or opportunity
Soliciting Proposals
Once the RFP has been prepared, the customer solicits proposals by notifying potential contractors that the RFP is available.
One way for customers to notify potential bidders is by identifying a selected group of contractors in advance and sending each of them a copy of the RFP.
Another approach is to advertise in business newspapers and on websites that the RFP is available.
For example, federal government organizations advertise their RFPs in Commerce Business Daily.
Business customers and contractors consider the RFP/proposal process to be competitive.
Customers should be careful to provide the same information to all interested contractors.
Business or government customers may hold a bidders’ meeting to explain the RFP and answer questions from interested contractors.
Not all project life cycles include the preparation of a written RFP. Some bypass the proposal steps and move right into planning and performing the project.
There are other projects in which requirements are not written down in a formal RFP, but are communicated verbally to several providers or suppliers (contractors).
Although projects can vary from very formal and businesslike to highly informal, all RFPs start with the identification of a need, problem, or opportunity.

11. Critical Success Factors
The need must be clearly defined before preparing a request for proposal (RFP).
When selecting a project from among several needs or opportunities, the decision should be based on which project will provide the greatest overall benefits compared to its costs and possible consequences.
Having a well-understood evaluation and selection process and a well-rounded committee will increase the chances of making the best project selection decision.
Establish quantitative project success criteria, or expected benefits.
A good RFP allows contractors to understand what the customer expects so that they can prepare a thorough proposal that addresses the customer’s needs and requirements.
A request for proposal should include a statement of work, customer requirements, expected deliverables, and the criteria by which the customer will evaluate proposals.
An RFP should provide instructions for the format and content of contractor proposals so that the customer will be able to make a consistent and fair comparison and evaluation of all the proposals.
Customers must be careful not to provide information to only some of the contractors because it would give these contractors an unfair competitive advantage in preparing their proposals.
Critical Success Factors
The need must be clearly defined before preparing a request for proposal (RFP).
When selecting a project from among several needs or opportunities, the decision should be based on which project will provide the greatest overall benefits compared to its costs and possible consequences.
Having a well-understood evaluation and selection process and a well-rounded committee will increase the chances of making the best project selection decision.
Establish quantitative (measurable) project success criteria, or expected benefits.
A good RFP allows contractors to understand what the customer expects so that they can prepare a thorough proposal that addresses the customer’s needs and requirements.
A request for proposal should include a statement of work, customer requirements, expected deliverables, and the criteria by which the customer will evaluate proposals.
An RFP should provide instructions for the format and content of contractor proposals so that the customer will be able to make a consistent and fair comparison and evaluation of all the proposals.
Customers must be careful not to provide information to only some of the contractors because it would give these contractors an unfair competitive advantage in preparing their proposals.

12. Summary
The initiating phase of the project life cycle starts with recognizing a need, problem, or opportunity for which a project or projects are identified to address the need.
Sometimes organizations identify several or many needs but have limited funds and people available to pursue potential projects to address all of those needs. In such cases, the company must go through a decision-making process to prioritize and select those projects that will result in the greatest overall benefit.
Project selection involves evaluating potential projects and then deciding which should move forward to be implemented.
Once a project is selected, it is formally authorized using a document referred to as a project charter, sometimes called a project authorization or project initiation document.
In some cases, an organization does not have the expertise or staff capacity to plan and perform the project or major portions of the project, and therefore decides to have the project completed by an external resource (contractor) and prepares and RFP.
Once the RFP has been prepared, the customer solicits proposals by notifying potential contractors that the RFP is available.
Not all project life cycles include the preparation of a written request for proposal by a customer and subsequent submittal of proposals from contractors. Some endeavors move from the initiating phase, where a project is identified and selected, into the planning and performing phases of the life cycle.
Summary
The initiating phase of the project life cycle starts with recognizing a need, problem, or opportunity for which a project or projects are identified to address the need.
Sometimes organizations identify several or many needs but have limited funds and people available to pursue potential projects to address all of those needs. In such cases, the company must go through a decision-making process to prioritize and select those projects that will result in the greatest overall benefit.
Project selection involves evaluating potential projects and then deciding which of these should move forward to be implemented.
Once a project is selected, it is formally authorized using a document referred to as a project charter, sometimes called a project authorization or project initiation document.
In some cases, an organization does not have the expertise or staff capacity to plan and perform the project or major portions of the project, and therefore decides to have the project done by an external resource (contractor) and prepares and RFP.
Once the RFP has been prepared, the customer solicits proposals by notifying potential contractors that the RFP is available.
Not all project life cycles include the preparation of a written request for proposal by a customer and subsequent submittal of proposals from contractors. Some endeavors move right from the initiating phase, where a project is identified and selected, into the planning and performing phases of the life cycle.